Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit

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Kogan Page Publishers, Oct 3, 2009 - Business & Economics - 232 pages
3 Reviews
In recent years, developing a value proposition has become a prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments. Creating and Delivering your Value Proposition provides guidance for business leaders - demonstrating why having a strong value proposition is so important for a company. This practical new title shows readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. Featuring global case studies and examples, Creating and Delivering your Value Proposition is an essential guide to understanding and developing a value-focused strategy for all senior practitioners.
 

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It's rare to find a book that actually delivers more that it promises. Rarer still to read one that contains a stepwise building process that is simple to follow and very effective in its own right. Well worth the money!

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Today's businesses face rapid change, not just because of short-term economic cycles, but also as a result of long-term trends such as globalisation and the disruptive effect of technology. With product innnovation cycles continue to shorten, companies need to re-assess their value proposition at regular intervals, in order to stay ahead of competition. "Creating & Delivering Your Value Proposition" provides an effective "how-to," allowing executives to strip away the layers of marketing strategy, to identify not just the areas where they are making money, but also the areas where the company's level of innovation is well ahead of the market. It contains a step-by-step processes and templates which allow you and your team to focus on forming a compelling value proposition. 

Contents

Introduction
1
Chapter 1 What do you really think about customers?
5
Chapter 2 What is a value proposition?
21
Chapter 3 The valuefocused approach
39
Chapter 4 Creating your value proposition
59
Market
61
The value experience
67
Offerings
79
Proof
101
Chapter 11 Value proposition template and value proposition statement
109
Chapter 12 Message development
125
Chapter 13 Implementation
135
Chapter 14 Starting and sustaining
171
Chapter 15 The valuefocused enterprise
183
Back to the future
199
Example value proposition for intel partial
205

Benefits
87
Alternatives and differentiation
93

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About the author (2009)

Cindy Barnes is the founder and CEO of Futurecurve*. A product and service innovator and strategic business developer, she gained her practical experience at leading organizations such as Panavision and Capgemini, where she created the value proposition function and led business development. Helen Blake is a leading marketer and business developer and has held senior positions in a number of the world's largest consulting firms, including Accenture and KPMG. Helen is currently on the Board of Futurecurve. David Pinder is a leading communications specialist. He has worked in sales and marketing roles with Procter & Gamble, Hertz Corporation and Forte Hotels, and now provides value-creating business writing support for some of the world's leading companies, including Accenture. Visit David at www.pinderandco.com. *Futurecurve is a leading management consultancy that helps organizations discover, create and build market-facing value. Visit Cindy and Helen at www.futurecurve.com.

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